103.

A computer company salesperson invites the IT managers of its top 10 customers (in terms of dollar sales) to view a demonstration of the firm's new product line, so the salesperson can obtain their opinions regarding various options and configurations that could be offered. These IT managers are most likely to be the __________ of their organizations' buying centers.

users

reciprocity arrangers

gatekeepers

buyers

influencers

105

is/are responsible for establishing the organization's mission and objectives.

Other organizations

Suppliers

Senior management

Shareholders

Customers

Top of Form

107.

The __________ for the American Red Cross is "to prevent and alleviate human suffering in the face of emergencies by mobilizing the power of volunteers and the generosity of donors."

mission statement

business definition

sustainability doctrine

core benefit proposition

customer value proposition

Bottom of Form

112.

Cassidy is part of the buying center for a large manufacturer. Her field of expertise is logistics and she is responsible for choosing transportation providers for the company. A sales representative for Yellow Roadway, a successful trucking firm, regularly buys Cassidy's secretary lunch. The representative does this because she views the secretary as __________ and wants to be sure that information about her company reaches Cassidy.

a decider

a power broker

an influencer

an obstructionist

a gatekeeper

8.

If an organization's 2015 sales for the entire United States were $50 million and its 2014 U.S. sales were $30 million, what is the annual percentage sales change?

67

40

125

100

133

17.

Discovering consumer needs leads to

sales and manufacturing department outcomes.

purchases by customers.

supplier and distributor outcomes.

concepts for new products.

stakeholder rewards.

25.

Considering the classification of consumer products, which of the following products will have the most limited distribution?

Sony HDTV

Marchesa wedding gown

BP gasoline

Secret antiperspirant

Fuji disposable camera